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Please use this identifier to cite or link to this item: http://hdl.handle.net/1942/12348

Title: Building capabilities to manage strategic alliances
Authors: Sluyts, Kim
Martens, Rudy
Issue Date: 2011
Citation: INDUSTRIAL MARKETING MANAGEMENT, 40 (6). p. 875-886
Abstract: Recently, academics have attributed a large part of alliance success to a firm's ability to successfully manage its alliances, also called its level of alliance management capability. We contribute to this growing body of literature by (1) verifying the impact of alliance management capability on alliance performance and (2) analyzing the drivers of alliance management capability. We measure this capability through four types of alliance learning processes and study how each of these processes affects alliance outcome. Furthermore, we take into account several possible drivers of alliance management capability such as organizational culture, commitment of the top team, alliance experience and the alliance function. We refine the results by examining how these factors affect each of the four learning processes underpinning alliance management capability. Our research model will be tested on a sample of 189 Belgian companies using PLS. We find that the commitment of the top management team is the most critical factor in explaining success with alliances. (C) 2011 Elsevier Inc. All rights reserved.
Notes: [Matthyssens, P] Univ Antwerp, Dept Management, Fac Appl Econ, Antwerp, Belgium. [Matthyssens, P; Martens, R] Antwerp Management Sch, Antwerp, Belgium. [Streukens, S] Univ Hasselt, Dept Mkt & Strategy, Diepenbeek, Belgium. kim.sluyts@ua.ac.be; paul.matthyssens@ua.ac.be; rudy.martens@ua.ac.be; sandra.streukens@uhasselt.be
URI: http://hdl.handle.net/1942/12348
DOI: 10.1016/j.indmarman.2011.06.022
ISI #: 000295861700007
ISSN: 0019-8501
Category: A1
Type: Journal Contribution
Validation: ecoom, 2012
Appears in Collections: Research publications

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